Dave Brock
Dave Brock is the founder of Partners in EXCELLENCE, a consulting and services company helping to improve the effectiveness of business professionals with strategy development, organizational planning, and implementation. Dave has spent his career working for and with high performance organizations, ranging from the Fortune 25 to startups, including companies such as IBM, HP, Nokia, AT&T, Microsoft, General Electric, and many, many more. The work Dave does with business strategies is closely tied to personal effectiveness of the people in the organization. As a result, Dave is deeply involved in the development of a number of training and coaching programs.
Latest
We’re All Going to Mess Up
No one is perfect, we make mistakes. Situations and circumstances change, making what we’ve done wrong. However well we may have planned, prepared, anticipated, something happens and we fail.
Imagine Making a Sales Call Without Mentioning the Product
We want to meet customers, we’re excited about what we have to sell, we just need someone willing to listen to us. But customers have changed. They don’t care. They really don’t want to hear about our products.
How Do Our Customers Make Money?
At the core of everything we do as sales people, it’s about making money, that is producing revenue for our companies. But that’s not what drives our success as sales people.
Stop Wasting Your Time on Social Selling?
Recently, someone wrote me saying: “I have absolutely no idea how you have time to spend so long on Twitter/Facebook/LinkedIn, plus write articles for every site imaginable—and respond to all the comments?”
80% of Our Revenue Comes From…
Data is powerful. We’re all enamored with analytics and what they can tell us about our customers and our business. But data can also be very dangerous if we really don’t understand it.
How Do You Differentiate Yourself?
Data shows 53% of customer loyalty is a result of their personal experiences in the buying process. This means the value we, sales professionals, create in the buying process is critical to our ability to win.
Insight, Clarity, Execution
We all struggle to change, to do new things, to grow, to implement new strategies, initiatives, and programs. Too often, we and our customers fall short. We don’t quite achieve the goal, we change midstream, we abandon what we were seeking to achieve, pursuing something completely different.
What I Finally Got About “Unlearning”
Unlearning has become a popular concept recently. At first, I didn’t pay a lot of attention to it, I tended to think it a clever play on words. But over time, I’ve started to grasp the importance of “unlearning.”
The Courage to Commit and Execute
Developing new strategies and new programs is exciting. The problem is committing to the execution of the programs. It’s no longer about powerful ideas, but it’s the tough work of making it happen.
“Let’s See How Much We Can Confuse Our Customers!”
If we want to optimize our results, we can’t confuse our customers or channel partners. We have to design buying experiences from their points of view. The challenges it creates for our own organizations to achieve their goals is our problem to solve, not the customer’s or the channel partners.